When you are coaching or managing there is an important thing to look for. Is the salesperson “willing” to do what is being discussed or do they have the “desire” for it?
Willingness is when they nod yes, but in their heart, they know they aren’t committed to doing the work and following through.
Desire is a salesperson who is 100% committed to the change you’ve been talking about.
Perhaps the easiest way to figure it out is to ask!
> we’ve been talking about _____________, what would hold you back from taking action?
> what alternatives to you see to __________, for you to achieve your goals?
> how will you make ________________ a success?
Before they leave your office – make sure you aren’t confusing willingness with desire.
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